Responsibilities

• Own HubSpot as the system of record for GTM operations: lifecycle stages, objects/fields, governance, automation standards, permissions, and change management.
• Maintain clean integration and tracking standards across GA4, ad platforms, enrichment tools, and any sales tooling.
• Own lead management end-to-end: capture, enrichment, de-dupe, routing, SLAs, handoffs, and feedback loops with Sales.
• Define and maintain funnel definitions and stage exit criteria (MQL/SQL/SAO, opportunity stages, close lost reasons).
• Drive pipeline hygiene: required fields, stage integrity, close date quality, next-step compliance, and consistent qualification data.
• Own GTM reporting and dashboards across funnel conversion, velocity, pipeline coverage, source attribution QA, and performance by segment.
• Establish operating rhythms (weekly pipeline reviews, SLA adherence reporting, funnel health checks) to drive accountability with Sales and Growth.
• Testing and improving funnel stages, qualification criteria, and routing logic.
• Improve forecasting accuracy by ensuring the CRM reflects reality: stage consistency, close date hygiene, amounts, pipeline coverage metrics, and risk flags.
• Partner with commercial finance on forecast needs, but own the upstream system/process inputs.